MGT208_ Hypothetical Discussion

docx

School

Eastern Gateway Community College *

*We aren’t endorsed by this school

Course

208

Subject

Management

Date

Feb 20, 2024

Type

docx

Pages

Uploaded by SuperRiverQuail26

Outline the key decisions made from the beginning to the end of this case. Who made each of those decisions, and why? To improve sales, management focused on improving training for the sales team. This decision was made by senior management due to decreasing sales. The training department then chose to use an old needs assessment as the starting point for developing new training strategies. This was probably due to time constraints and the need to act quickly. Then, management pushed the training department to buy a generic off-the-shelf training package from the local vendor. They wanted a quick, cheap solution. These decisions were probably made by management and/or the training department, driven by the need to address the decreasing sales situation. Describe the ideal process for handling the concern about declining sales, ignoring for now the pressure from management. Ignoring the pressure of management, the best way to manage declining sales would be to start with a comprehensive needs assessment. This needs assessment should be tailored to the current issues facing your sales force. The needs assessment should include input from your sales reps, managers, and others who are involved in the sales process. The needs assessment should identify the reasons for the decrease in sales. Based on the findings of the needs assessment, a tailored training program should be created. The training program should focus on developing relevant product knowledge and selling techniques. You should evaluate the effectiveness of your training program regularly and make adjustments as needed. What arguments could be made to convince management that working with an outdated needs assessment is not wise? One of the arguments against using an old needs assessment is that markets and business environments change. Past needs assessments may not be relevant to today’s challenges. Another argument is that using old data may lead to ineffective

training strategies that don’t address the real needs and concerns of your sales force, as demonstrated by the lack of progress in sales despite your training efforts. Finally, an old needs assessment may be more cost-effective because you’re focusing your resources on targeted solutions that deliver real results. If you were asked to develop a training program for these sales agents, what content, method, and media would you choose? Explain your answers as best you can, given the limited information provided. To create an effective training program for those sales agents, content should be focused on current product knowledge along with effective sales strategies. This could be in the form of interactive modules that cover product features and benefits, as well as competitive advantages. Role-playing exercises could also be included to sharpen sales skills. Since the sales team tends to prefer instructor-led training sessions, a hybrid learning model could be implemented that combines online modules with regular face- to-face workshops led by qualified sales trainers. Mobile-friendly platforms could also be used and gamification could be included to increase engagement and retention among your sales team.

Your preview ends here

Eager to read complete document? Join bartleby learn and gain access to the full version

Access to all documents
Unlimited textbook solutions
24/7 expert homework help

Related Documents

Conflict Resolution Wk 5 DB.docx

ESE 634 week 3 assignment.docx

ESE634 Week 6 Final.pptx

QSO440 Module 4 Short Paper National Jazz Hall of Fame Case Study.docx

Screenshot 2024-02-17 at 6.01.55 PM.png

f96bfb6b7ef96265df12d986059f5769.pdf

MGT208_ First Day Discussion.docx

T3 DQ 2.docx

MGT206_ Discussion 5.docx

Rohan Verma Final Paper.docx

ELC Student Workbook-1.pdf

Chapter 7 Discussion.docx

Recommended textbooks for you

Management, Loose-Leaf Version

Management

ISBN:9781305969308

Author:Richard L. Daft

Publisher:South-Western College Pub

Understanding Management (MindTap Course List)

Management

ISBN:9781305502215

Author:Richard L. Daft, Dorothy Marcic

Publisher:Cengage Learning

Purchasing and Supply Chain Management

Operations Management

ISBN:9781285869681

Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

Publisher:Cengage Learning

Principles of Management

Management

ISBN:9780998625768

Author:OpenStax

Publisher:OpenStax College

SEE MORE TEXTBOOKS

Recommended textbooks for you

Management, Loose-Leaf Version
Management
ISBN:9781305969308
Author:Richard L. Daft
Publisher:South-Western College Pub
Understanding Management (MindTap Course List)
Management
ISBN:9781305502215
Author:Richard L. Daft, Dorothy Marcic
Publisher:Cengage Learning
Purchasing and Supply Chain Management
Operations Management
ISBN:9781285869681
Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher:Cengage Learning
Principles of Management
Management
ISBN:9780998625768
Author:OpenStax
Publisher:OpenStax College